You will be able to close more sales efficiently, converting prospects to customers and automating stages of the sales process.
Concerns encountered in the sale of medical products
Pharmacies enjoy a monopoly in this sector. This is quite normal since it is a matter of public health. The owners of these places have a specific authorization to exercise. The license necessary for the opening of this kind of business requires the approval of the order of pharmacists. This entity requires that the manager or a co-owner be a pharmacist. In addition to this detail, the creation of a dispensary depends on the number of inhabitants in the area of establishment. You can sell medical equipment and be aware of the following:
- All this dissuades entrepreneurs from getting into this sector. Moreover, the procedures are long and their outcome is not always favorable.
- The sale of drugs is not accessible to everyone. However, one can open a franchise store to sell medical equipment. The franchisor will assist the managers in the procedures and will also help them to start their business in the best conditions.
The advantages of becoming a franchisee in the sale of medical equipment
Having a sensitivity to the medical world is not enough to start selling medical equipment. You have to know at the tip of your fingers the specificities of each product as well as the manner of use. This is where the franchisor comes in. It helps managers become familiar with the items they are going to sell. In a franchise agreement, this entity will be the franchisee’s sole supplier. The latter will therefore not have to set up a supply network. In this type of partnership, the franchisee benefits from other preferential treatment. He does not have to reimburse immediately for products on sale. The recovery will be done as and when.
What is the purchase process?
We already talked to you about the importance of knowing the purchase process, but what is it? It is the purchasing process that a customer goes through, it is made up of four stages: recognition, consideration, decision and assessment.
Acknowledgment: During this stage the prospect discovers the need. For example,a hospital that is having problems with a team constantly and prevents it from carrying out its different processes, the first thing to do is to identify the Why?
Consideration: What are the possible solutions? It is your collaborators who are not using the equipment correctly, it is the equipment that is not working. Buy or repair it? You will look for the best option.
Decision: You have identified the problem, you know the solution: buy a new computer. Now the question is where? If you carry out your inbound strategy in the best way, you can be its provider.
Assessment: For the industry in which you develop, word of mouth is essential. Build loyalty with your customers to make them a means through which to attract new customers. In addition, having visibility of the customer base will allow you to perform cross-selling and upselling actions to generate buybacks and sell to the installed base.
Influencing from an early stage in the purchasing process and not only in the decision phase, allows adding greater value and consequently having sales with a better profit margin.